Sales Manager

Robert W. Pozzie

*** **** *****

Batavia, Illinois 60510

Home Phone 630-***-****, Cell Phone 630-***-****, E-mail rpozzie@comcast.net_

SUMMARY: Professional sales experience primarily selling complex solutions in energy, capital equipment,

business products & outsourcing business services. Entrepreneurial attitude, customer-centered focus,

leadership ability, and ability to be a team player on all levels, cross functionally and within the group.

Experience in selling products through channel partner’s distribution to major accounts in Fortune 500.

ACCOMPLISHMENTS:

• Built a startup business and increase total sales in 6 years to $890,000: Energy One Consulting.

• Exceed 2006 Quota $550,000. In 2007: $1,000,000 Book Business. New sales grew by 89% with a 90%

customer retention: Direct Energy.

• Increased new accounts sales by over 35% in 2004. In 2005 I reached $850,000: Midwest Mechanical.

• New accounts sales in 2001 & 2002 over $649,000: Indigo America

• Increased market share by 10% exceeding quotas for two consecutive years 2000 and 2001. Annually

generated $14 Million in 1999 and $18 Million in revenue in 2000: Kyocera Mita.

EXPERIENCE:

Energy One Consulting, 2008 to 2013

Energy Management Consultant

Responsibilities: Analyzing facility consumption data, existing contracts, wholesale markets and supplier rates

and tariffs, assisting clients through every stage of the procurement process to gain the most competitively

priced and reliable electricity or natural gas. Selling services encompass mechanical systems upgrades and

energy management technologies that reduce energy. Demand response programs can be used by commercial,

governmental, industrial and institutional enterprises to maximize energy savings or develop an additional

source of revenue. We can provide cash rebates to partners who agree to reduce or curtail their energy use at

peak times.

Direct Energy Business Services, 2006 to 2008

Business Development Manager

Responsibilities: To proactively identify prospects and closing new commercial & industrial electricity and gas

business. Closed sales of $555,000 in 2006 and in 2007: Total portfolio $1,000,000. Contract negotiating and

bidding RFP’s. Ability to understand client needs and demonstrate the impact & value/ROI of products and

services. Strong consultative selling. Cold calling on mid to large commercial & industrial accounts.

Midwest Mechanical Group, 2003 to 2005

Maintenance Sales Executive

Responsibilities: Selling HVAC Services & Selling Maintenance Agreements. Experience with HVAC and

Boilers & RTU & Chillers & DDC temperature controls, building simulation programs and methodologies.

Closed $850,000 in new business in 2005. Customer focused with ability to build and maintain customer

relationships with all levels of client management. Working on analysis quoting and retrofit projects with

primary decision maker’s engineers and owners and contractors of new and renovated buildings.

Indigo America / Hewlett Packard, 2001 to 2002

Commercial Account Manager

Responsibilities: To proactively pursue new major accounts of capital equipment sales, of High End Quality 4 &

7 Color Digital Sheet Fed Printing Presses & N arrow-Web Flexo-graphic printing to commercial printers.

Executed and closed contracts totaling $649K.

Kyocera Mita, 1998 to 2000

Regional Digital Marketing Manager

Responsibilities: I Supported 7 Area Sales Managers, in 11 States and over 100 Dealers in the Midwest Region

with a quota of $14 Million. Exceeded expectations, increased sales by 38% and exceeded quota for two

consecutive years making the region number one in the country in digital B/W & Color Copiers and Printers. In

this position, I was responsible for selling document management software applications, closing to C- level

executive management in Fortune 500 & 1000 companies and training sales staff on solution selling to major

accounts, both Pre-Sales & Post Sales.

C4 Imaging Systems, 1994 to 1998

District Sales Manager

Responsibilities: To proactively pursue prospects of Digital B/W & Color Wide Format Copiers/ Printers,

Scanner & Plotters. Selling through VAR Partners, Integrators & End users. Building a dealer network of 48

dealers in a 6-state area. Proactively pursue prospects selling hardware and document management software

applications. In this position, I exceeded expectations of 1.5M quota every year. Responsibilities also included

trade shows, launching of new products, supporting & training of customers and dealer sales staff.

Specialties:

Demand Response, Energy Efficiency, Renewable Energy, Facility Energy Audits, Solar, Wind, Photovoltaic,

Technical Sales, Marketing, Business Development, Contract Negotiations, Presentations, Consultative Selling

and Industrial Automation.

EDUCATION:

Completed continuing series of courses related to: Sales, Marketing: Sandler Solution Selling Systems, Miller

Heiman Large Account Management Process, Spin Selling, Consultative selling skills, strong analytical and

business skills, and excellent presentation, communication, skills-verbal, written, and. High level of computer

literacy Microsoft Office applications, Oracle, Siebel, Lotus, Contact Management Software (ACT, Salesforce,

Goldmine, etc.)

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